• Act as a senior partner to the Senior Director of Sales Operations, translating Sales Ops strategy into systems-driven execution. • Lead optimization of end-to-end sales processes, including: • Prospecting and outbound execution • Lead and top-of-funnel management • Opportunity stages, pipeline progression, and forecasting • Quoting and deal execution • Visibility into post-sale handoffs, renewals, and expansions • Identify systemic friction in the sales funnel and drive durable, scalable improvements that increase rep productivity, conversion, and forecast reliability. • Lead the day-to-day optimization and management of GTM systems owned by Sales Operations. • Serve as the senior operational owner for ZoomInfo, LeanData, Outreach, Gong, and other Sales Tech Stack systems. • Serve as a primary stakeholder for Salesforce.com, partnering with IT. • Partner with Sales & Rev Ops, Marketing, Sales, Customer Success & Support, and Enablement to ensure systems support consistent execution and clean handoffs across teams. • Drive continuous improvement of prospecting, pipeline generation, and deal & Customer management workflows. • Evaluate, pilot, and operationalize AI enhancements to the tech stack. • Own change management execution for GTM systems and sales process initiatives. • Design and run structured rollouts, including stakeholder alignment, phased launches, success metrics, and post-launch optimization. • Partner with Enablement to develop role-based training, SOPs, and playbooks. • Deliver systems and process enablement tied to sales motions. • Lead clear, consistent communications that articulate the “why,” “what,” and “how” of changes to drive adoption and accountability. • Measure adoption and effectiveness, using data and feedback to iterate. • Develop Sales Analytics including reporting and dashboards, as well as Tableau models through partnership with BI, that provide leadership visibility into: • Funnel health and conversion • Pipeline generation and coverage • Rep productivity and activity effectiveness. • Support core Sales Operations forecasting processes, including pipeline inspection, deal health reviews, and forecast accuracy. • Support Sales Operations partnership with Finance and RevOps on capacity planning, territory performance, and revenue modeling. • Establish and enforce standards for data quality, system usage, and process adherence across Salesforce and integrated GTM tools. • Lead governance around routing, stage definitions, forecasting inputs, and system changes. • Ensure documentation, automation, and validation rules support scalable, repeatable execution.